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Transcript

The Mr. Ugo Masterclass: How to Build Your First Sales Team · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Good morning, Mr. Ugochuku. Thank you very much for taking
0:04
part in the training last night. I just saw your questions and
0:11
you know, as usual, this is not something we can give a
0:13
straightforward yes or no answer to.
0:16
Now, if I was going to type out the response, it would be plenty
0:19
of typing. So I said, let me just record
0:20
this voice note and then send it to you.
0:25
Also, I'm going to put the this voice note up on up on the
0:28
podcast so that you can refer to it from time to time.
0:34
So let's look at your question in particular, the one that you
0:37
asked around team building and whether team building is
0:40
necessary for sales growth. And yes, when I spoke about
0:47
sales being a system and sales being a process yesterday, this
0:51
is not exactly what I had in mind.
0:55
But actually, yes, it is true that eventually you're going to
0:58
have to build a team to grow your business.
1:01
That is if you want to scale, if you want to grow something that
1:05
is beyond you. Now, there are some people who
1:07
are content with being a one man show or being the one woman
1:11
gang. Now for people like that, you
1:13
know, we can't force them and say that, you know, they have to
1:15
go out and hire a team. But for people who want to build
1:19
businesses in the proper sense, yes, you have to build a team
1:27
eventually. Now there are some people that
1:31
will hear this interaction between you and I and be saying
1:33
what's the difference, self-employed business, What's
1:36
the what's the difference? You know, on our business, I'm a
1:38
businessman, OK, yes, in the normal way of talking in Niger,
1:43
yeah, they're all the same. But actually there is a
1:47
difference. There's a significant
1:48
difference. Now The thing is at this level,
1:51
you go Chuku and me as well. You know, we, we are one man
1:56
gang. You know, we're responsible for
1:59
everything. But then Dan Lee, who you know
2:03
the other guy in during yesterday's training, the one
2:06
that is into audio production, you know, he has partners, he
2:13
has employees, he has structure. So all of us, yes, in Nigeria
2:20
way of talking you say on our business, but really there's a
2:23
difference. So God forbid that, but you go
2:27
Chuku and me, Tarajima, all I put it, we need to be in good
2:35
health all the time. We need to stay sharp all the
2:38
time. We need to be producing all the
2:41
time. We need to be in the field all
2:44
the time because if we're not in the field, if we know the
2:47
hustle, money will not come in. So that one is self-employed.
2:53
You know, some people even say so.
2:54
Proprietorship, you know, as they used to teach us in primary
2:57
school. But anyway, you get the point.
3:01
For you and me, our leg has to be on the trottle all the time.
3:05
We have to be on the move. If we're not moving, money is
3:08
not coming in. But now Darnley, now he has a
3:15
team, he and his wife, if business is going well, they can
3:19
decide that. Let them just enter Cyprus.
3:23
They don't wear flex for like 3 months.
3:25
They will come back and don't meet things moving.
3:27
You would have built A-Team well.
3:30
So Danny is on the business level.
3:33
You and I were still on the self-employed.
3:38
So I'm not going to say 1 is better than the other.
3:41
It just depends. What are you trying to build?
3:44
There's some people who are doing a self-employed thing and
3:47
they're OK. They're making their millions,
3:49
they're paying school fees, they're taking care of
3:51
everything and they're OK and that's their own dream.
3:55
There's some people who are saying no, I must build
3:58
business. Then when I grow old I will hand
4:03
over the business to my children so that they'll have something
4:06
worthwhile, something doing something that is a correct
4:08
asset. You know, it's just differences.
4:11
What are we trying to build so but either we sure eventually if
4:18
we really want to start seeing good money, we have to get to
4:23
the point where we can scale results, scale efforts, you
4:28
know, multiply efforts beyond us.
4:30
We have to hire a team because all I put it now OK, because you
4:38
and me, you know why in the field self-employed, there's a
4:43
limit to how much growth each of us can bring in.
4:48
There's a limit to how many people we can talk to.
4:50
There's a limit to how many deals we can negotiate.
4:53
There's a limit to how many places you can travel or by the
4:55
way, safe journey on this your trip how assuming that you're on
4:59
the way to villa to go and see chief again.
5:00
So safe journey and I'm trusting that the conversation will turn
5:04
out well. So there's a limit to how many
5:06
places we can travel. Or by the time you hire 2-3
5:08
people, 2-3 people can talk to more people, they can travel to
5:13
more places, they can negotiate with more people, they can make
5:17
more presentations. So it's just a, it's just a
5:21
something of mathematics at the end of the day.
5:25
What do they call it? I think people call it network
5:27
effects. So it's a matter of network
5:29
effects. If I am me alone, there's a
5:32
limit. By the time there's two of us,
5:35
there's growth. By the time there's 3456, you
5:39
know, depending on how effective people are in the network.
5:42
So yes, at a certain sense, proper sales growth means team
5:48
building because that is the only way that we will scale.
5:52
Now, to scale, of course, you have to hire a team.
5:57
And there are two things that are very, very important now
5:59
when it comes to hiring #1 is the framework itself or what
6:07
business management people like to call standard operating
6:09
procedure. Now this is the idea behind
6:12
standard operating procedure. The idea is, oh, by the way, go
6:17
to go, I'm making this voice notes, you know, just normal,
6:20
normal at home. So just in case you hear any
6:22
noise. And then my cleaning ladies arch
6:24
is cleaning the house. So where was I now standard
6:31
operating procedure. So the idea behind standard
6:33
operating procedure is this, that whenever your boys or your
6:38
sales girls or your partner or your whoever, whoever is helping
6:42
you run this business, whenever they have any question, there
6:47
should be a place in the office, in your file, in your folder, in
6:52
the cabinet that they can go and check and then they'll see the
6:55
answer. Or there should be a place on
7:00
your company system in your company, Google Drive, your
7:03
company, you know, wherever that they can go and check.
7:06
And so they can see the answer, they can see the solution, they
7:08
can see the direction. Because if you don't have
7:11
standard operating procedure, every single time there is busy,
7:14
they'll have to now pick up the phone and call you.
7:17
But if let's say 2026 has been a very sweet year, so 2027 now I
7:22
know you're not married now. So let's just assume that this
7:24
year, you know, go to show your missing rib.
7:27
So if December 2026 you guys marry and then you know, by
7:31
February you want to do nice, you know, romantic getaway.
7:35
And so let's say we'll go to say which place is nice now.
7:40
OK, let's just say Cyprus since Danny and his wife, they're
7:43
going to Cyprus. So if you will now decide to go
7:48
to Cyprus for romantic staycation, I'll be vacation or
7:53
whatever it will be somehow that you and Madam are trying to
7:57
enjoy your newly married life. Then people from Niger, they're
8:00
calling you to say boss, this and this and this happened boss
8:05
yard on gas boss, where can I find this, this, this boss Or if
8:11
you just called, how we handle this, how we handle this will be
8:13
somehow, you know, your wife with effects like this supposed
8:17
to be, you know, you and I just chilling.
8:21
So that's the idea behind SOP, standard operating procedure.
8:25
It just means you take all the frameworks that you have, you
8:28
reduce them into writing. Whether you type it or whether
8:31
you handwrite it or whatever is not important.
8:34
At least for now, it's not important.
8:35
The most important thing to start with is it is not in your
8:38
head anymore. It is someplace where people can
8:41
see it and they can refer to it. So for the purpose of sales,
8:45
these are some of the things that you're going to reduce into
8:47
your standard operating procedure or your written
8:51
framework. You're going to write down the
8:52
ICP. The ICP, just like we said
8:55
during the training is ideal customer profile.
8:58
Because remember Dan Lee was saying that is not every
9:02
customer that he likes to chase that are some people that are
9:05
not a good fit. Remember that quarrelsome woman
9:07
that he spoke about? So he was happy when the
9:10
quarrelsome Madam say I'm not doing that, she left.
9:12
It's like that. You need to write it down on
9:15
paper. Tell your people who is the
9:18
ideal customer, who are the people that we like, the people
9:21
that pay us well, the people that pay us on time, the people
9:25
that don't price us too much, the people that get the best
9:27
value from our product, they get the best value from our service
9:31
people that we love working with.
9:33
Now, it might not be a bad idea to also write that these are the
9:36
kinds of people that we don't like.
9:38
Anybody who is like Madam, so, so, so, so who does like this or
9:42
who doesn't need our product for this or for this or for that.
9:45
These are people that we absolutely should not be talking
9:49
to. So your standard operating
9:51
procedure is not always positive.
9:53
It's not always you write the things you like.
9:55
Sometimes you also write the things you don't like so that
9:58
your boys and your girls, the people you are delegating to,
10:01
they will now go and put you inside a business marriage that
10:05
will cause headache for you later.
10:08
The one on equally yoke you with one client that is giving you
10:12
stress. So you put it down there.
10:14
Your ICP, the ideal customer profile, then your SOP should
10:18
also have outreach, how you prefer to do outreach.
10:21
So we established yesterday that Danley likes to do everything
10:24
online. He's on his advertisements, you
10:26
know, blah, blah, blah. But for you, it's physical
10:28
outreach, face to face. You have to put it down that
10:31
this is how we approach people. So for Danley, when he's writing
10:35
his own SOP, he'll be telling them these are the segments that
10:40
we are targeting online, This is the targeting criteria, this is
10:44
how we run the campaign. This is how much we'll put in
10:47
the advertising. This is how many days we said
10:50
the advertising campaign for, you know, so for you to you have
10:53
to go and write down the same thing we do physical
10:56
prospecting. This is the best place to meet
10:59
people. We meet them in the office or
11:01
meet them in their home or we meet them here, we'll meet them
11:03
there. You put it down best way of
11:05
outreach. You know, this is how you greet
11:09
people. This is how you start the
11:10
conversation. You know, all these sorts of
11:12
things. Then you also have to put lead
11:15
generation in your SOP, your standard operating procedure.
11:23
I'll be SOP, standard operating procedure.
11:24
Yeah, standard operating procedure.
11:26
So you also put lead generation in your SOP.
11:32
Lead generation just means how do we get people to indicate, to
11:37
show, to raise their hand to, to, to show themselves that they
11:41
might be interested in our product or our service.
11:44
Now lead generation is important because we always have to keep
11:48
business moving because by the time you satisfy 1 customer
11:51
today, you collect money, you know you'll be happy.
11:54
But The thing is after a while you have to go and get another
11:57
customer for things to move. So what is the plan?
12:00
How do we get these customers? So you, you're doing all these
12:04
travelling up and down around these kinds of holidays, you
12:09
know, to draw more business. You know what, you put it down.
12:15
We go here and here during social and soul period because
12:19
these and these and these are the kind of places where we can
12:22
meet our customers. So back when I was doing events,
12:27
wedding photography and video. So for me it was a business
12:33
expose wedding fairs. So you put it down, that's if I
12:41
was going to get a team to sell on my behalf is something I have
12:43
to write down that look wedding Expos very important.
12:47
So therefore in Abuja, we have four wedding Expos every year.
12:51
We need to make sure that we attend this Expo in March, this
12:56
Expo in was it June, I'll be July, this Expo in November and
13:02
I can't remember which one is part of lead generation.
13:05
We have to put it down because that is how we go and we get
13:08
people to show that they might be interested in our product or
13:11
service because it's when like for me is when I was on the
13:14
floor and I was interacting with brides and grooms.
13:18
It is then I'll get a sense of, oh, OK, these people are about
13:20
to get married soon. It looks like they're serious.
13:23
OK, it's good. Let me bring this person back to
13:25
the booth. Let's have a one-on-one
13:26
conversation. Let me collect their contact
13:28
details and then you know, later on we'll carry it on from there.
13:32
So lead generation then you also have to put qualification and
13:37
discovery as part of your standard operating procedure.
13:41
Qualification and discovery is the part of the conversation or
13:45
the part of the business relationship where you are
13:47
trying to figure, trying to learn from all these people.
13:50
So just like the last time that you travel to Villa and you met
13:54
Chief and you want him to time bind to your investment
13:57
opportunity. Some of the questions that you
13:59
should have been asking Chief, You know we haven't discussed it
14:02
yet, we'll discuss with them. So some of the questions that
14:05
you should have been asking Chief was around like his
14:07
investing history. You know, you don't go and say
14:11
was your investing history. You know, you just started from
14:14
General Gist, but then eventually, you know, you start
14:17
asking questions about how he got into the real estate
14:19
business, blah, blah, blah. The kinds of properties that he
14:22
likes, the kind of things he has invested in the past, the things
14:25
that have given him the greatest returns, the kind of properties
14:31
that he likes to invest in. You know, that is you asking
14:33
about his investment history, his risk appetite, what else?
14:40
Anyways, all that is qualification and discovery.
14:43
You're trying to figure out things about the person, trying
14:46
to figure out things about the opportunity.
14:48
Because from there you will now know whether this, your
14:51
investment opportunity is a good one for chief or not.
14:56
It is from there that you will make the proposal.
14:59
So you have to put it in your SOP when you're with customers,
15:03
be sure to be asking them questions around these kinds of
15:06
issues, because that's how we know when we're dealing with a
15:08
good customer or not. Then part of your SOP standard
15:13
operation procedure or your framework for these, your team
15:15
members that you will hire, that you sell for your, your behalf
15:18
will include a presentation or proposals.
15:21
This is how we make presentation or proposals in this our office.
15:25
We'll always do PowerPoint, or we should always go to their
15:29
house and sit down with pen and paper, or we'll create a
15:33
Microsoft document and then send it to them first.
15:36
Or, you know, whatever it is that you prefer.
15:40
Basha put it in writing so that everybody knows that this is how
15:45
Olga likes us to do it. That we must invite them to the
15:48
office. They must sit in the conference
15:50
hall and we must put on our HDTV, connect the laptop to the
15:57
HDTV, and then give our presentation that way.
16:01
If that is how you have discovered that it works well
16:05
for your clients so that you close deals, you should be in
16:07
the standard operating procedure.
16:09
Let everybody know that this is what August says we should be
16:11
doing. Then you will also talk about
16:15
closing your standard operating procedure.
16:17
This is how we close the deal. Then you also put some notes
16:21
there about referrals because after a while, if Chief is
16:25
happy, it only makes sense that you ask Chief the OK, since
16:29
you're happy with this investment opportunity since
16:31
it's giving this kind of returns.
16:34
Chief, I hope you don't mind. Can you introduce me to so, so,
16:36
so and so so you need to put it in a standard operating
16:39
procedure. How you're going to ask how
16:42
people should be asking for referrals.
16:44
So these are some of the things that should be in your SOP
16:46
standard operating procedure. So God willing, if December 2020
16:51
sixth you find your missing rib, then by February 2nd, you guys
16:54
are off to Cyprus. This is how you'll be able to
16:56
enjoy yourself in Cyprus because if there's anything, any
17:00
problem, all this person has to do is go into the office.
17:03
Let's say you wrote all these things down and you put it in
17:06
your file cabinet, you know, under your desk.
17:11
They just know that if they go there, they'll find all the
17:13
answers. So that if they're calling you
17:15
at all in Cyprus, it is only because there's a big emergency.
17:20
And now where you know your, your new wife, she moves, she
17:24
understand not that people will be calling you every day.
17:28
So yes, we hire a team so we can grow well, so we can scale, but
17:34
we need an SOP so that the team knows exactly what to do.
17:38
In fact, it is the SOP that you use to even train the team.
17:42
So when you hire them, you will train them when they come in.
17:46
No, just give them the SOP and say well, go and sell, train
17:49
them, train them well, continue to reinforce it.
17:52
Some businesses do Monday meetings, some businesses do
17:55
Wednesday meetings, some businesses do Friday meeting,
17:58
some businesses do Monday and Friday.
17:59
You know, it's up to you however you want to be meeting with your
18:02
sales team or you have to reinforce this thing.
18:06
That is all. Make it possible so that when
18:07
you and Madame are chilling in Cyprus from 2nd of February
18:13
2027, God willing, you will not be calling you anyhow because
18:17
they've been trained. Then when it comes to building
18:23
the team, we have to make sure that we hire the right candidate
18:28
or go to go. Let me repeat this thing very,
18:30
very well. This is where we run into
18:32
trouble. We have to hire the right
18:34
candidate. Some people believe that you can
18:37
hire anybody and then train them to do the job.
18:40
Unfortunately, we need to hire. Well, let me just put it that
18:47
way. Now, it's not about the person's
18:50
degree. Remember we're talking about
18:52
sales now. We're talking about sales.
18:56
If your business was you run a medical practice and you're a
19:01
brain surgeon, then is a different thing.
19:05
Now, in this case, we have to make sure that all your doctors
19:07
who come in, we need to make sure that they are passed that
19:09
their exams and they're certified by Nigerian Medical
19:13
and Dental. Something, something council or
19:16
that they went to a good school that they didn't go go to, you
19:20
know, fake university. We're talking about sales.
19:25
Now when it comes to sales, degree is not important.
19:27
So whether the person studied mass Comm or law or engineering
19:31
or theater or brain science or nuclear, what you know is not
19:35
important. In fact, I think it's not even
19:40
important whether the person finished university or not or
19:45
finished secondary school or not.
19:46
Of course, if the person looks like they can carry on a a
19:51
decent conversation and the sound literate enough, I think
19:55
we can make it work. Remember, for the purpose of
19:58
sales, we don't need specialized knowledge, or rather the kind of
20:06
specialized knowledge we need is the kind of specialized
20:08
knowledge that can be learned on the job.
20:11
So your own is real estate now. So even if somebody studied mass
20:15
Comm is not a problem, you can have them.
20:19
But then the specialized training that they need to be
20:22
able to relate with customers, to be able to relate with
20:25
quantity surveyors, to be able to go to Land and registry, to
20:28
check out documents, to be able to, you know, do comparative
20:34
analysis that OK, the lands in Orca and the lands in Landing
20:39
where again in Omaha to run comparative analysis.
20:45
You know, which one is cheaper or which one is, you know, all
20:48
those things, they can be learned on the job.
20:50
I learned with time. So in the beginning, you do not
20:54
need that specialized knowledge. Of course, you know, specialized
20:57
knowledge helps. So if you're hiring somebody and
21:00
the person went to school and the person studied, OK, well,
21:03
you studied now for real estate, is it URPURP, urban and regional
21:09
planning? OK, no, that's too much.
21:12
URP is too much anyway. You get some kind causes that
21:16
they will study in school. OK, I guess it will help them to
21:18
be a much more effective real estate person.
21:22
But what we need to look out for really first of all is
21:25
willingness to learn. Now it is hard for me to explain
21:28
willingness to learn. So the way I tell people is we
21:31
need to look for person with a hair ward.
21:35
I repeat, the first thing we do when we want to get a
21:37
salesperson is we're looking for person with a hair ward because
21:42
somebody who does not hear word cannot sell well for you.
21:47
You are coming in, you are building a business, you are
21:50
establishing A reputation, you're dealing with high net
21:53
worth individuals. You're building yourself a solid
21:55
network. You have a reputation to
21:58
protect. You have certain business
21:59
philosophies you're trying to uphold.
22:01
So there's a way that you think selling should be done for you
22:05
and for your business and for the thing you're trying to
22:07
build. Somebody who doesn't hear what
22:10
will come and start trying to do things any which way.
22:15
They'll rubbish your name, they'll rubbish your business.
22:19
So you need to have a person where they hear what first of
22:21
all, somebody who is teachable, somebody who is coachable,
22:23
somebody who is willing to learn.
22:26
Because the thing about those people is even when they don't
22:29
agree with you, you know, at least they'll tell you to your
22:31
face and people who quarrel about it or whatever, but you
22:35
know, sure, they're willing to take dressing.
22:37
So look for a person with a hair ward.
22:41
Then also look for somebody who has a sense of personal
22:44
responsibility. There are some people who blame
22:46
everybody. The reason why our families like
22:49
this is because my father did this in 1974.
22:52
The reason why I failed my exam is because somebody snitched on
22:55
me during the exam hall. The reason why this happened is
22:58
because this, the reason why they sucked me up my last job is
23:01
because this person did this. This all those people who blame
23:05
everybody for their problem apart from themselves.
23:09
Please avoid those people. Somebody who does not have a
23:12
sense of personal responsibility would always have an excuse why
23:16
sales are not moving. They will always have an excuse.
23:18
Always. I have malaria, transport
23:22
workers are on strike. I could not get to the office.
23:25
You didn't buy me credit. Me and my wife, we had a
23:31
quarrel. I mean, whatever it is, the
23:32
excuses would never stop. So you look for somebody who has
23:36
a sense of personal responsibility.
23:38
And one way that people do that is, you know, you ask them
23:41
questions to try and see how they figured out challenges in
23:45
the past. So one question, because
23:48
sometimes my clients asked me to help them with recruiting
23:50
people. One question that I asked was I
23:52
asked them to tell me about the last job.
23:54
And then I listen. I'm listening for all these
23:56
things to be sure that they're teachable, they're coachable and
24:02
they take ownership and they have a sense of personal
24:05
responsibility about them. I always ask about challenges
24:08
too. So OK, your last sales manager
24:11
and when did you was the last thing people queried about?
24:14
And I asked them if the whole thing is me and my sales manager
24:17
quarrel because of this. But the man is useless.
24:20
The man is this, the man is this the everything is demand,
24:22
demand, demand, demand, demand. Or the Madam.
24:25
The Madam the person doesn't have doesn't know whether he had
24:29
anything to play in it. I know that person is going to
24:32
be troubled. But the person says, me and my
24:35
sales manager, we clashed on this issue.
24:37
The guy was coming at it like this bomb me.
24:39
I was trying to reason it like that.
24:42
And so, you know, I did it like this.
24:43
I did like that the thing didn't work.
24:45
Yeah, I could have done this better, you know, but shout out
24:47
my line manager. He's an idiot.
24:49
You know, if the guy tells me like that, I know that OK, I'm
24:52
dealing with a reasonable somebody.
24:54
He can see that it takes 2 to tango.
24:57
The and the line manager had issues for him too.
24:59
He had issues. So I asked.
25:02
So you ask your last job, The last line manager was the busy
25:06
that walk that you did everything was so sweet.
25:08
Why are you leaving? What happened?
25:11
You know you be conversational about it during the interview
25:15
stage, be conversational, get them to relax, let them be free.
25:18
So I did your last job, it seemed like was an OK job now it
25:22
was OK this one they were saying what is the and what happened?
25:26
You know, just get them to relax, let them be talking.
25:31
So people who have personal responsibility about them.
25:35
And then the final thing when it comes to growing your business
25:39
by scaling through hiring a sales team is incentives regards
25:43
to make sure the incentives are aligned.
25:46
There are some people who are just looking for flat salary.
25:50
Honestly, I don't think those flat salary people are going to
25:52
make good salespeople because sales requires, you know, VM.
25:57
It requires like CU. Now I'm making this recording
26:00
now, because you're on the road, you're on the move.
26:05
Somebody who takes flat salary, the person like, what are they
26:09
being on the move for? They don't want to be on the
26:10
move. If you're paying them 400 every
26:13
month, they want to collect their 400 every month, neat,
26:16
without stress. But then if you're hiring people
26:24
and then giving them a base salary and then giving them some
26:27
incentive, that kind of thing works with traditional
26:30
salespeople. So you say, look, you know what,
26:32
I'm giving 250 every month, but at 2:50 is because, you know,
26:36
you must bath, you know you must eat, you must transport
26:39
yourself. But this was going to happen
26:41
every single time you score a deal and the deal is above 500.
26:44
This is how much you take. The deal is above 1,000,000,
26:47
This is how much you take. The deal is above 2 million,
26:49
This is how much you take. Those kind of people are very,
26:53
very, very motivated, very motivated.
26:56
But you have to discuss this thing of incentives.
26:59
All these people that are looking for flat salary, you
27:02
can't push them. You can't.
27:05
So long as that for 400 kids come in every month, they're OK.
27:09
They're OK. The calculation they're doing is
27:12
OK. Me, I'm getting 400.
27:14
My wife too is getting two 5400. You know, whatever together as a
27:18
household who are making 800 and it's OK.
27:20
We're good. It's all good.
27:22
That's the calculation they're doing in their head.
27:25
Excuse me? Well then people who like
27:28
incentives, the calculation they'll be doing is OK, yes, I
27:31
have 250 now, but you know, you get out with it.
27:34
If I'm able to close this thing, my own share from now with the
27:37
deal will be 1.36. Their eyes on the one that is in
27:42
front. That's all.
27:44
Make them, you know, join you as you're on the move.
27:47
They'll be traveling with you. When you come back, they'll have
27:50
one or two things that they're pursuing as well because they
27:53
know what their own is going to be.
27:55
Now on this thing, on incentives, this is where some
27:58
business people get it wrong. Go to go.
28:00
Never screw over your salespeople.
28:02
Never. If you promise somebody that for
28:05
everything you bring over 500 K, your own is 5% / 1,000,000.
28:10
It is 10% / 1.5. It is 11% / 2 million, it is
28:15
12%. Just give it to them.
28:17
Be square. You can come back later on and
28:21
say ah, you know Coyote in the beginning this is what I said,
28:26
but to be honest, I can't carry on like this again.
28:29
I bet Cardinal works, but we guys renegotiate.
28:32
Now that is a different kind of conversation.
28:34
Coyote will still vex, but he won't vex to the level.
28:37
If what you do is you agreed on 12%, then Carly went to go and
28:43
bring a deal that is 40 million. You now did the calculation. 12%
28:47
or 40 million is whatever it is. I am now thinking how can I
28:50
carry all this money and give one person and then you know you
28:55
just give Coyote what you think is a good deal, he with X and
29:02
after vexing he will stop plotting his escape because he
29:05
knows he can't trust you and you lose a good salesperson.
29:08
This thing happens a lot. There's one professional sales
29:10
guy that I met who used to sell for a car dealer in Abuja who
29:14
was a used to sell Mercedes-Benz and you know they had the
29:22
agreement of how much the Commission was.
29:24
And so the guy did a very good was a very good something bumper
29:28
harvest. When I say bumper hours, I mean
29:30
bumper harvest like 200 and something million.
29:33
You know, now time to collect the Commission.
29:37
Yoga first of all was not picking call then yoga was not
29:41
in the office. The guy travel when he came
29:44
back, he now started talking from two sides of his mouth.
29:48
Of course, the guiding, he was angry boy.
29:51
I didn't see anything. He had the conversation with his
29:53
wife and they agreed. So the minute he collected what
29:57
the guy was going to give him, the guy just caught.
30:00
He moved straight and he started selling for another person.
30:04
And this other person deals in armored vehicles.
30:07
In fact, when I met the guy, I was shocked.
30:08
I didn't know that there are people in Nigeria who drive
30:11
around in armored vehicles. I was really, really shocked.
30:13
I just thought that all the cars that you see around are just
30:16
ordinary cars like my own. But you know that some people
30:18
have have like reinforced panels inside the car so that if you
30:23
shoot a gun, wow, the bullet won't go inside.
30:26
So armored vehicles, reinforced doors and even though that is
30:31
bulletproof glass, bulletproof glass, what?
30:35
Again, I didn't know that that kind of word exists in Lagos and
30:39
Abuja. There are people who customize
30:40
cars like that. So that's the person that he's
30:43
selling for now. And so far everything is OK
30:47
because what your girl promise is what he does.
30:51
And so he knows, you know his own every month he's receiving
30:54
this. If he's able to do bumper
30:57
harvest outside and bring it back in, he knows how much is
31:00
his own. So to scale, to grow by scaling
31:07
and getting a team, these are the kind of things I need to pay
31:10
attention to. The other things are, but these
31:12
are the ones that usually on my mind like let's make sure we
31:16
secure these ones 1st, but don't screw over your guys, especially
31:22
your good guys. If you told them 20%, pay them
31:25
the 20%. Then if the 20% is paying you
31:28
too much, you can call them back.
31:30
Look, we're all human beings. All approach you call them back.
31:33
Coded Chingery. You know, initially when I said
31:37
like this, this is what I thought.
31:38
Then the going was good, you know, but you understand this
31:42
economy is like this like that, like that.
31:43
I bet 1 and over we have, we got to renegotiate, have the
31:47
conversation, don't screw over your salespeople.
31:50
So you can see why I said let me respond by voice note because of
31:55
I was typing, you know, my fingers would be tired.
31:57
And then of course, it'll be too long for you to read anyway.
32:00
So yeah, that's it. We will continue with the
32:04
training tomorrow. Yeah, tomorrow.
32:08
Like as we agreed. So 8:30 in the morning.
32:11
I'm looking forward to that session.
32:13
Any other questions? Yeah, just send one.
32:16
I can respond sharp, sharp. I'll respond sharp shop.
32:18
We request much grammar. I will just do another voice
32:22
note just like you said if you did voice notes.
32:24
And then we'll continue to relate like this.
32:25
Then also I'll put this up on the podcast as well so that you
32:30
can. Yes, so they can learn from it.
32:34
So cool. So have a safe journey.
32:35
I'll I'll call you later in the evening after I'm done with my
32:39
my radio show and any which wish we'll be seeing tomorrow.